The Romance of Salesmanship – part 2

What drives the successful salesman?

What makes him tick . . . really?  Possibly the incentive is really only the desire for money.  Or perhaps it’s just what is in it for him personally and only what he stands to gain from the effort.

Maybe it’s his sense of personal conviction that he is doing the right thing for himself and his clients.

I would suppose that an answer to the question posed in the first sentence would have to include all of these factors and many more.

But whether an athlete, artist, executive, salesman or any other occupation in life, it requires something more than just putting in your time to rise to the top of your chosen profession.

There has to be an element of personal creation in the work and a contribution of something extra that wasn’t there before.

And this has to come from the individual and his own intention and sense of personal power. He has to have an abiding faith in his own native ability to make things go right in spite of every invitation to do otherwise . . . and then follow through and make it happen.

CAPABILITY FOR SUCCESS
Any attempt to isolate the qualities for success would have to include at least the following elements.

• An insatiable desire for perfection at the highest level of quality possible. An intense, burning desire to make something happen in spite of any obstacle.
• The ability to neglect the “noise” of day to day life that would stop others and a native ability keep their attention on their chosen goal in spite of any obstacle that appears to thwart it.
• Not acknowledging the existence of anything that would stop them. For them the goal is all consuming.
• At the same time that winners are utterly serious about success they often still find it possible to maintain an approach and mental state that can be somewhat insouciant and carefree. In this way, they seem to be able to avoid the inevitable tedium and monotony attendant to any activity at various times and not lose their way in the process.
• A high tolerance for the inevitable confusion that shows up when you try to do anything worthwhile, and an ability to persist in spite of it.
• A game plan that does not include failure.
• Dogged persistence toward their goals and an insatiable appetite for success.
• A genuine attitude of friendliness and trust toward people in general.

I believe it is a combination of the following three attitudes that make it possible for them to rise to the top of whatever game they set their minds to.

1. A clear, unstoppable goal or intention.
2. A sense of individuality while being part of the team.
3. A genuine love of the game they are playing and the people involved.

Examples of this type of attitude toward work and life are as numerous as they are admirable.

The musician that spends countless hours alone practicing the basics thousands of times until perfected.

The athlete who works on every aspect of his game until he can execute his role flawlessly.

The interior designer that pours over material until she finds exactly the idea she was searching for.

The artist who does a painting over and over until it reflects exactly what he is looking for.

The writer, working and reworking a sentence a hundred times, until he gets it to communicate exactly what he intended.

The salesman that puts in those long, lonely hours perfecting his slide presentation, and is still able to bring it off with enthusiasm, in spite of little sleep, for an early morning meeting the following day.

Admittedly, is sometimes brutally hard work.

But, they don’t do these things only for financial reward. To them it’s fun.

Though important, the money is often secondary in importance to the accomplishment of their own purposes in the salesmanship game. Money alone can’t buy the sensation of active involvement and progress in overcoming obstacles toward their goals.

The level of commitment necessary to impact another human being is beyond the realm of possibility for most people. The salesman must be indefatigable in his quest.

His confidence in himself and what he is selling has to be supreme and unshakeable. The customer will believe in him, because he believes in himself, and often for no other significant reason. He has to love to communicate with others.

He must have a high tolerance for criticism from others, be able to correct himself and be indomitable in anything he does. He has to be motivated to be in the game and become a player. He has to be a competitor and possess and insatiable thirst to win.

If they are a lucky enough to be born with the qualities mentioned above, or somehow are able to acquire they will often rise to the top. For these people are engaged in life, they are involved in living and they’re not about to let go now.

daniel w. jacobs
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